105 - Sales Meetings, Part 4: How to End and Follow Up On Meetings

12/24/19 • 20 min

How you end and follow-up from a sales meeting will be the ultimate determinants of your success. In today’s episode, we’ll go over how to follow through on meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting.

Often we’re so focused on the goal of setting up a meeting that we overlook how to end a meeting. But in sales, I can assure you, the money is in the follow-up. How you end and follow-up from a meeting will be the ultimate determinants of your success.

That’s why we’re concluding the #SalesMeetings series on Modern Sales with an episode on concluding your sales meetings. Throughout this series, we’ve been discussing the science behind good (and bad) meetings. See them all in the show notes below.

Today I’ll share how to follow through on sales meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting.

You’ll learn:

The power of permission, repetition, and agreement

The psychology behind using this trinity in the closing moments of a meeting and the followthrough will change the way you do sales. I dive into the science behind this in this episode. The gist is asking your clients for permission and agreement throughout the sales process leads to them feeling engaged, in control, and more inclined to continue saying “yes.” Where repetition is one of the best tools for helping your clients internalize and remember the information you give them.

How to end your meetings

For one, always end on time. It sends the message that you respect everyone’s time. And if you’ve covered everything in a meeting, end it early! I’ll present a simple process that you can use as a template to end every meeting: summarize, decide, follow through. I’ll cover the dos and don’ts of each step in-depth in the episode.

How to follow through after meetings for success

Followthrough is where the real meeting magic happens. After all, it’s the actions following the meeting that matter most. So, follow through on whatever you promised you’d do, including sending an email summary from your CRM so the conversation and decisions are well-documented.

Mentioned:

Check out our training programs

#SalesMeetings: Why Bad Meetings Are Killing Your Numbers

#SalesMeetings: What to Do Before Every Meeting to Make It a Success

#SalesMeetings: How to Run a Great Meeting

The Surprising Science of Meetings by Steven Rogelburg

Logan Nickelson at Music For Makers

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/how-to-finish-a-sales-meeting

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Today I’ll share how to follow through on sales meetings so you’re set up for success, the importance of repetition, and a template you can use to close every meeting.

You’ll learn:

The power of permission, repetition, and agreement

The psychology behind using this trinity in the closing moments of a meeting and the followthrough will change the way you do sales. I dive into the science behind this in this episode. The gist is asking your clients for permission and agreement throughout the sales process leads to them feeling engaged, in control, and more inclined to continue saying “yes.” Where repetition is one of the best tools for helping your clients internalize and remember the information you give them.

How to end your meetings

For one, always end on time. It sends the message that you respect everyone’s time. And if you’ve covered everything in a meeting, end it early! I’ll present a simple process that you can use as a template to end every meeting: summarize, decide, follow through. I’ll cover the dos and don’ts of each step in-depth in the episode.

How to follow through after meetings for success

Followthrough is where the real meeting magic happens. After all, it’s the actions following the meeting that matter most. So, follow through on whatever you promised you’d do, including sending an email summary from your CRM so the conversation and decisions are well-documented.

Mentioned:

Check out our training programs

#SalesMeetings: Why Bad Meetings Are Killing Your Numbers

#SalesMeetings: What to Do Before Every Meeting to Make It a Success

#SalesMeetings: How to Run a Great Meeting

The Surprising Science of Meetings by Steven Rogelburg

Logan Nickelson at Music For Makers

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/how-to-finish-a-sales-meeting

---

Get a daily sales insight sent straight to your inbox:

Subscribe to the daily sales insights newsletter

Don't miss a single episode:

Like what you heard?

Help us get the word out by leaving a rating and review on Apple Podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Previous Episode

104 - Sales Meetings, Part 3: Running a Successful Meeting

No amount of planning can make up for a poorly run meeting. In this episode, I share the science behind setting the tone, action steps for running a great meeting, and advice on dealing with adversity when it comes.

Running a great meeting isn’t easy. People come to meetings with other priorities on their minds -- a looming deadline, a sick pet at home, etc. It’s your job to manage people’s behaviors and moods, make your objectives clear, and keep everyone engaged.

Having a plan before a meeting is important, but it can’t substitute the skills you need to set the tone and to be a good meeting facilitator. Ultimately, your ability to control the mood, pace, and flow of a meeting has a huge impact on the outcome.

That’s why in the third episode of the #SalesMeetings series on Modern Sales, I’m sharing the science behind setting the tone, action steps for running a great meeting, and what to do when things go wrong. Throughout this series, I’m covering how to plan meetings, run them successfully, and what should happen afterward.

You’ll learn:

The psychology of emotional contagion

The mood you bring into a meeting matters -- it’s a fact. Our feelings are influenced and affected by those around us. I’ll discuss some of the research on the science behind emotional contagion and why your emotional tone is so critical to running effective meetings.

Actionable steps to run your sales meeting effectively

When you’re running a meeting, your job is to facilitate and manage the mood. I’ll discuss action steps you can begin implementing right away, including how to make your goals clear, build rapport, improve the mood, move forward on decisions, and much more.

What to do if a meeting isn’t going well

Sometimes meetings take a turn for the worse. People are distracted. It’s not a good fit. Sometimes, even you miss the mark. What’s important to know is how to handle the situation before the meeting ends. I’ll tell you how I confront and resolve the issue.

Mentioned

Check out our training programs

#SalesMeetings: Why Bad Meetings Are Killing Your Numbers

#SalesMeetings: What to Do Before Every Meeting to Make It a Success

The Surprising Science of Meetings by Steven Rogelburg

Logan Nickelson at Music For Makers

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/how-to-run-great-sales-meeting

---

Get a daily sales insight sent straight to your inbox:

Subscribe to the daily sales insights newsletter

Don't miss a single episode:

Like what you heard?

Help us get the word out by leaving a rating and review on Apple Podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Next Episode

106 - [Interview] Buyer Isights: How Enterprise Clients Buy with Ariel Yoffie (Former IBM)

In order to know how to sell, we first must understand how buyers buy. And if you’re selling into Fortune 100 companies, you’ll definitely want to hear former IBM employee Ariel Yoffie’s in-depth, step-by-step process for evaluating vendors.

Want the full transcript? Visit the show notes page on our website:

https://servedontsell.com/modern-sales/how-enterprise-clients-buy

---

Get a daily sales insight sent straight to your inbox:

Subscribe to the daily sales insights newsletter

Don't miss a single episode:

Like what you heard?

Help us get the word out by leaving a rating and review on Apple Podcasts.

See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.